Common Areas for Improvement When Delivering Presentations

It is very common for sales staff to use tools like PowerPoint to deliver information to sales prospects during a sales cycle. What is also very common are areas where we can tighten up our message and execution while giving sales presentations to deliver huge improvements in our sales effectiveness.

Below are a few examples of areas where tweaking our approach could be the difference when delivering presentations:

Number of Slides

It is very common for us to include too many slides when we build presentations. This is very natural because there is so much that we want to share with the prospect and so much that we think they are interested in. And we maybe correct that there prospect is very interested. But what is also correct is that they are likely very busy individuals and have a limited attention span. If you factor that in as you finalize your presentation, it can be helpful to trim any slides and tighten the message to make it as concise and powerful as possible.

Amount of Words on Each Slide

Not only do we typically put too many slides in our presentations, we also often put too many words on each slide. The problem with this is that most people cannot read and listen at the same time. When you put a large number of words on each slide, you are creating a competitor for yourself when trying to keep the audience’s attention when delivering presentations. If the audience is reading the slide, it is likely that they are not fully listening to you.

Focus the Presentation on the Prospect

It is also very common for us to build presentations that are too focused on ourselves We start out talking about who we are, what we do, where all of our offices are, our history, etc. While this is important information for the prospect to have to ultimately make their decision, if you are at an early stage of the sales cycle, you can make a bigger impact on the prospect by shifting the message from being on you to being more on them. The way to accomplish this is to talk more about their challenges and their interests and how you can help with those.

Shorten the Introduction

As sales people, we can be very good at being hosts when delivering presentations. This is where we perform very thorough introductions, detailed agendas, and then sometimes roll into our corporate overview. The challenge with this flow is that there are two points where you have the highest level of attention from the audience and those are the beginning and at the end of the presentation. In the middle of the presentation is naturally a lull or low point in terms of attention and comprehension and it is during this lull where we often deliver our key messages. Trim up the introduction portion so that when you are taking advantage of the high level of attention that you have at that time.

Trial Close Regularly

Trial closing is checking in with the prospect to see what their thoughts are and we can often not do this enough while delivering presentations. This is such a powerful sales tactic to use as it will give the sales person very valuable information. When applying to presentations, if you trial close regularly through the presentation to check in and see what the prospect’s thoughts are, the feedback provided could help you to tailor your message and flow throughout the rest of the presentation to improve your sales effectiveness.

Present an Evaluation Plan

We often wrap our presentations by asking for questions and then try to get the next meeting. If we present an evaluation plan when delivering presentations, we can map out all of the needed steps and actions that remain and get the prospect’s agreement or feedback on the direction forward.

How to Develop Confidence During Presentation

Speaking in public always instills fear and trepidation in most adults. Some adults tend to run away from presenting their proposals and ideas. However, avoiding yourself from speaking in public will never lead you to success.

Here are some useful tips which can assist you to develop more confidence during public presentation.

Prepare yourself

It is a true fact that even the most experienced speakers and presenters get nervous before they start delivering their speeches. The key point here is to use the nervous energy to boost your delivery. How can you do that? You are advised to spend more time to do preparation. The first thing you need to prepare is the content of your speech. You need to make sure that you know WHAT you are going to say, WHY you are saying it and HOW to say it. Always keep to the main subject and keep it simple, short and precise.

Practice makes perfect

In order to deliver excellent presentation, nothing replaces practice. You need to run through your presentation in front of the mirror and watch yourself as you speak. You are reminded to watch out if you have any strange or odd gestures. You must control your movements well. If you can get your family members or friends to help, get them to listen to your speech and ask them for positive and constructive feedbacks.

H2O

You definitely need water. It is always best to have a glass of water near to you in case your throat gets dry or when you cough.

Take a deep breath

Just before you start your speech, you are recommended to take 3 deep breaths to calm your nerves.

Being humorous

Personally I agree that not everyone is born comedian. If you are not comfortable with telling jokes, please don’t do that. Maintaining your smile during the presentation will be the best you can do. At the same time, you should make sure that you are actually addressing the entire audience and not just one person. If possible, make eye contact with as many of them.

Pause

If you are delivering a heavy-going subject, you are advised to pause when necessary to give your audience time to understand what you have said. If you have Q&A session, then you may get the audience to ask you during the session.

Do you know that you can actually look confident even if you don’t have full confidence in yourself? Please bear in mind that your audience can’t see your sweaty palms or hear your pounding heart. So, why are you worried so much? Stay cool!

Whether liquid funds are a good option for building emergency corpus?

Liquid funds in India, as the name suggests are liquid. This means they can be easily converted from invested money into useable money. They have minimum 7 day’s of exit load. .

Before focusing on why to use liquid funds in India for emergency corpus, let’s focus on how to build an emergency fund.

Examine your Cash Flow:
First and foremost, check if can maintain the income which meets your monthly expenditure or basic needs. Due to pandemic-induced economic deceleration, salary cuts and business losses have affected the majority of the population throughout the world. If you have a surplus left after meeting your emergency corpus, you may then consider investing money.

Understand your risk-taking ability:
Before you invest your money, gauge your risk taking abilities. If you are an investor reaching your retirement, then you might want to take a conservative stand. This means holding a bigger emergency corpus, say 24-36 months equivalent of expenses into a liquid mutual fund. Liquid fund returns may be lesser compared to a longer-term debt fund or other funds such as equity mutual funds, however, they can serve the main purpose of an emergency fund; which is offering you safety and liquidity at the time of need.

When selecting the liquid funds to invest in, note that the focus should not be on return but the safety and liquidity aspect, especially if you are building emergency funds.

Liquid Funds may not vary a great deal in returns. Invest in liquid funds which invest completely in short-term government securities of not exceeding 91 days and have no private party risks. Due to the short maturity period, they are not subject to volatility in interest rate fluctuations.

Liquid funds taxation is as per the holding period. For short term capital gains of lesser than three years, the gains are taxed as per the income tax slab of the investor. For long-term capital gains exceeding three years, liquid funds are taxed as per 20% with indexation benefit.

Traits of Liquid Funds in India that makes them an excellent choice for the Emergency fund:

Liquidity:
Liquid funds can be easily converted to useable money. They can be easily redeemed and in just T +1 time the money gets credited to your account.

Risk:
Liquid funds are less risky as compared to equity mutual funds. This helps to minimize the downside risk of your investments due to from market volatility to a certain extent.

Last but not the least, always choose mutual funds to create the emergency corpus you desire as the Mutual Fund industry is managed by professionals and regulated by SEBI..